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UNIT 12. KNOW WHAT YOU WANT.
Part 1. TYPES OF NEGOTIATION.
Exercise 1. What do you understand by the term ?negotiation?? Work out a short definition. (key ideas: two or more parties, specified goals, discussion, compromise, agreement)
NEGOTIATE (v) ? to try to reach an agreement by discussing something in a formal way, especially in a business or political situation to negotiate something with somebody. NEGOTIATION (n) ? formal discussion in which people or groups try to reach an agreement, especially in a business or political situation?
2.We all negotiate a lot more than we think we do, in all areas of our life, and developing negotiation skills is an essential part of moving up the career ladder. Negotiation is the process of trying to find an agreement between two or more parties with differing views on, and expectations of, a certain issues. Some people dread negotiating because they associate it with conflict, bad feelings, and having to make sacrifices. However, good negotiations find a balance between each party?s objectives to create a win-win outcome.
3.What?s your opinion about negotiations? Complete the questionnaire from business magazine about negotiating. Discuss the answers with your colleagues Mark the sentences with T (true), F (false) or D (it depends):
QUESTIONNAIRE
1. There is always a winner and a loser in a negotiation. ???. 2. You have to give something to get something. ???.. 3. You need an agenda. ???.. 4. Making small talk is necessary. ???.. 5. You need to prepare as much as possible. ???.. 6. You can promise anything. ???.. 7. Negotiations are the same all over the world. ???.. 8. It?s a good idea to sum up agreements regularly.
4.Word combinations with ?negotiations?
Unit 12
Someone who takes part in negotiations is a negotiator, and someone who is a good at getting what they what is a tough negotiator.
Another word for ?negotiate? is bargain. This is also used to talk specifically about discussing and agreeing the price of something. Another name for ?negotiator? is bargainer. Another word for ?negotiation? is bargaining used especially in phrases like: a) collective bargaining; b) pay bargaining; c) wage bargaining (discussion between groups of employees and their employers about pay and conditions).
?Bargaining? is often used in these combinations:
5.Read the following words and their definitions: 1. agenda - plan for the meeting or negotiation 2.compromise - agreement that is between the starting position of both sides in a negotiation 3. proposal - offer 4. priorities - most important needs or demands 5.contract - a legal document that gives details of an agreement 6. evidence ? information used to help make your point in a negotiation 7. negotiation - meeting between at least two parties to reach an agreement 8. agreement - position (maybe a final one) that both sides accept 9.concession - something you give or allow to someone in order to reach Agreement Unit 12
10. confirmation - a statement saying that something is definitely true 11. approach - a particular way of dealing with something 12. issue - a subject that people discuss or argue about:a problem to be discussed 13. opening - the beginning of something, e.g. a negotiation 14 bid - an attempt to do something; a particular amount of money for something, e.g. at an auction, an offer to do something for money
6. A key principle in negotiating is to give a little and get a little at the same time. A. Win - win In a successful negotiation, everyone should leave the negotiating table happy with the outcome: there shouldn?t be winners and losers. The negotiation should try to reach a win-win solution: an agreement of equal benefit to both sides. This can be achieved in a number of ways. B. Probing One way of furthering negotiations is probing (asking the right questions and listening carefully to the answers.). Here are some probing questions: a) What is the situation on production at your plant at the moment? b) What sort of quantities are you looking for? c) What are we looking at in the way of discount? d) What did you have in mind regarding specifications? e) What were you thinking of in terms of delivery dates? f) How important to you is the currency for payment?
C. Proposal and counter-proposal. Through a series of proposals or offers from one side and counter-offers from the other side, the two sides work towards an agreement which will benefit them both. Here are some ways of making offer: a) If you offer more flexible payment conditions, will be able to+inf. ???????????????????? then we ??????? b) As long as engine performance improves by can agree to +inf. ten per cent, ???????? ????????????????????. could consider+ing c) On condition that you deliver 20 engines by May, ???????.. ??????????????then we d) Supposing that you provide good technical support, may offer +noun ????????????????????? ????????. e) Provided that you supply documentation in French, might offer to +inf. ????????????????????? ????????.. f) Providing that this contract works out OK, ?????????????????????????????????. Unit 12
D. Trade - offs When you offer to change your position to one that is less favourable to yourself, you make a concession. Perhaps this is in exchange for a concession from the other side, although there is no guarantee of this. Your concession may be a goodwill gesture: a concession that you make hoping that the other side will see this as friendly and make a concession in return. Even in a friendly negotiation, there may be horse-trading, with each side making a series of concessions in return for concessions from other side(This expression is often used to show disapproval). If you argue about something for a long time, especially about the price of something, you haggle. A series of concessions in exchange for concessions from the other side is a series of trade-offs. If you make a concession, you may not get anything back. If you make a trade-off, you give something away and get something in return.
DISCUSSION.
Exercise 1. Read the text above again and answer the questions. 1. What situation can you observe in a win-win negotiation? 2. What do you mean by ?probing?? 3. What question from B do you suggest for the following reply: ?We?d prefer US dollars?? 4.What question from B do you suggest for the reply: ?We?ll need the first 30 units in six months?? 5. What is the best translation for the following conjunctions: If ?????????????????????.. providing that ??????????????????. on condition that ????????????????.. as long as ???????????????????. supposing that ?????????????????. provided that ?????????????????.. 6. When do we usually make a concession? 7. What is meant by ?horse-trading?? 8. What two expressions do we use to describe long negotiations with a series concessions? 9. What?s the difference between ?to haggle? and ?to make a concession?? THE STRUCTURE OF A NEGOTIATION.
Exercise 2. Read the following conversation between two friends to find out: a) the first suggestion; b) the counter-suggestion; c) the agreement.
Unit 12
Exercise 3. Here is a representation of the typical structure of a negotiation. Compare this with the conversation you have just read.
Date: 2016-06-12; view: 747
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